Webinar Details
Course Description

Pricing is one of the most powerful ways to improve – or destroy – profits. This course can help you improve the pricing practices at your company or allow you to help your clients make better pricing decisions.

Many companies feel immense pressure to reduce prices because of the prices of their competitors. This might have costs few have considered. It could devastate long-term profits. Worse yet, it could lead to a price war. 

I'll start by explaining the premise and assumptions of competition-driven pricing. I'll define price cannibalization and show how to calculate its cost. A company must be very careful before starting or continuing a price war. I'll explain how to prevent one.

There are three common pricing strategies. You'll learn them and when each may be useful. 

Finally, we'll tackle discounting. A good discounting process will improve customer satisfaction and employee morale. Repeatedly buckling under pressure to give discounts trains customers to press harder and harder for discounts. A company may think it's utilizing value-based pricing, but discounts tactically unravel that strategy to competition-based pricing. I'll show ways to identify where discounts are bleeding profits.

Learning Objectives
  • Identify key concepts of competition-based pricing
  • Recognize analyses for tracking discounting
  • Discover common pricing strategies
  • Identify price cannibalization
  • None
Who Should Attend

CPAs, accounting/finance professionals who work with pricing. 

Advanced Preparation


Presenter Details
  • Robert Stephens
    • Presenter

    Rob Stephens is the Founder of CFO Perspective, which provides continuing education courses for CPAs and financial management courses for business advisors and staff. He has been quoted in Forbes, U.S. News and World Report, Business Insider, Business News Daily, and many other news sources. Rob has a 20-year career that includes serving as CFO for two banks and a health clinic system.  He was also Director of Operations at a $4 Billion bank and SVP of Finance of a $2 Billion credit union, where he was Program Manager of an investment advisory group with $170 Million in assets under management.  Rob is an adjunct instructor for the MBA program at Gonzaga University.

    Rob holds a Masters of Science in Personal Financial Pla... Read more

NASBA Sponsor
  • National Registry of CPE Sponsors for the QAS self-study delivery method
    Encoursa is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: NASBAregistry.org.
Date & Time
Monday, June 17, 2024

12:00 PM EDT (see additional timezones)

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